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Step 3 The Perfect World
April Dunford • Sales Pitch: How to Craft a Story to Stand Out and Win
Pay attention to “core concerns.”
Roger Fisher, William L. Ury, Bruce Patton • Getting to Yes: Negotiating Agreement Without Giving In
Speak up, own it, or get out.
Ray Dalio • Principles: Life and Work
Who is most likely to oppose what you’re trying to do? Potential opponents are stakeholders who have markedly different perspectives from yours and who stand to risk losing the most if you and your initiative are go forward.
Ronald A. Heifetz • The Practice of Adaptive Leadership: Tools and Tactics for Changing Your Organization and the World
These characters—hero, villain, victim—represent three opposing drives within every human being—the will to triumph, the impulse to destroy, and the hope to survive.
Robert McKee • Action: The Art of Excitement for Screen, Page, and Game
Any method of negotiation may be fairly judged by three criteria: It should produce a wise agreement if agreement is possible. It should be efficient. And it should improve or at least not damage the relationship between the parties.